Esri
natural resources
PrincipalAccountManager
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“Principal Account Manager at Esri. Skills: Enterprise Sales, Strategic Account Management, GIS Technology Application, Solution Selling, Executive Relationship Management. Lead strategic relationships. Develop and maintain executive-level relationships across strategic accounts, including C-suite and senior decision-makers”
What You'll Achieve.
Radically improve the challenges organizations face; Optimize and expand adoption of Esri technology; Identify new areas of growth; Deliver on customer mission; Sustained revenue growth; Business transformation; Customer satisfaction; Lasting impact with GIS technology
Industry & Context.
Identifying and implementing strategies that will radically improve the challenges organizations face; Resolving high-priority customer issues; Data science for problem solving; Spatial analysis for problem solving
Ability to travel domestically or internationally 25-50%, Authorized to work for any employer in the U. S.
What They're Looking For.
Must Have
12+ years of enterprise sales and/or relevant consulting or program management experience, Proven success in managing strategic accounts with complex decision-making processes and multiple stakeholders, including C-level engagement, Demonstrated ability to develop and execute long-term account strategies that result in sustained revenue growth and business transformation, Advanced understanding of GIS, Esri technology, and its strategic application across the natural resources industries, Expert in solution selling, competitive positioning, and navigating complex negotiations, Trusted advisor with the business acumen to shape and influence executive-level thinking, Experience contributing to the development of organizational best practices in account management or solution selling, Ability to travel domestically or internationally 25-50%, Bachelor’s degree in GIS, business administration, or a related field, Applicants must be authorized to work for any employer in the U. S.
Nice to Have
General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations, Master’s degree in GIS, business administration, or a related field, Active participation in relevant industry or professional associations
What You'll Do.
Lead strategic relationships
Develop and maintain executive-level relationships across strategic accounts
including C-suite and senior decision-makers
Guide organizations toward business transformation by aligning Esri’s capabilities with their most critical priorities
Create and execute holistic account strategies rooted in business value realization
navigate complex procurement cycles
and align Esri resources to maximize growth
and customer satisfaction
Act as a recognized expert in your industry segment
Lead high-level discussions on emerging trends
technology innovation
and how GIS can create lasting impact
Represent Esri at key industry events
and executive briefings
Demonstrate a consistent track record of revenue growth
Apply advanced consultative selling techniques and take the lead in complex contract negotiations and deal structuring
Serve as a trusted internal advisor
Mentor account team members and contribute to Esri’s account management and solution selling best practices
Lead by example in resolving high-priority customer issues and influencing cross-functional decisions
and technical teams to develop tailored solutions and drive coordinated execution across the enterprise
Help shape internal processes and influence product and go-to-market strategies based on customer needs
How You'll Work.
Team & Collaboration
Collaborate with product, industry, marketing, and technical teams to develop tailored solutions and drive coordinated execution across the enterprise; Influence cross-functional decisions; Mentor account team members
Communication Scope
Executive-level communication; High-level discussions; Executive briefings
Process & Methodology
Program management experience, Account Strategy Development and Execution, Procurement Cycle Navigation
Full Job Description
Overview We invite you to bring your experience and passion for the natural resources industries coupled with an understanding of applying geospatial technology to become an integral part of Esri’s account team. We’re looking for individuals who are customer-oriented and collaborative team players who enjoy identifying and implementing strategies that will radically improve the challenges organizations face. You’ll work closely with a team that helps our new and existing customers optimize and expand adoption of Esri technology, identify new areas of growth, and share expertise that helps deliver on their mission. At Esri, we are committed to our customers and their success. It is a place for you to do your best work and partner with our customers amid a supportive culture that encourages creativity, collaboration, and passion. Responsibilities Lead strategic relationships. Develop and maintain executive-level relationships across strategic accounts, including C-suite and senior decision-makers. Guide organizations toward business transformation by aligning Esri’s capabilities with their most critical priorities. Drive Account Strategy. Create and execute holistic account strategies rooted in business value realization. Set long-term goals, navigate complex procurement cycles, and align Esri resources to maximize growth, retention, and customer satisfaction. Influence Industry Engagement. Act as a recognized expert in your industry segment. Lead high-level discussions on emerging trends, technology innovation, and how GIS can create lasting impact. Represent Esri at key industry events, professional forums, and executive briefings. Deliver results. Demonstrate a consistent track record of revenue growth, strategic wins, and customer success. Apply advanced consultative selling techniques and take the lead in complex contract negotiations and deal structuring. Mentor and Influence. Serve as a trusted internal advisor. Mentor account team members and contribute to Esr
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